Biographical Information

Ken Thoreson

Articles for Ken Thoreson

Mapping Out a New Sales Landscape

Look to custom sales protocols to expedite sales and improve productivity.

The Failure of CRM to Break the Wave Pattern of Sales

As a business progresses, effective and systematic sales management becomes increasingly crucial.

CRM as a Development Tool

A total CRM/SFA solution aimed at sales force--productivity improvement must consider the overall aspects of sales management.

The Downfall of Sales Management and SFA/CRM

Managers' failure to hold salespeople accountable can stall CRM efforts.

The Missing Element

Sales management must create an environment where top- and even average-performing salespeople exceed company goals.